Global Presales Role - Government/Public Sector

Global Presales Government/Public Sector

Our client is looking for a Presales Government role. The opportunity is for driving Government vertical Pre-Sales team in supporting the sales team by creating the right solutions for identified opportunities as well as assisting in identifying and closing new opportunities. Global public sector domain experience is essential for this opportunity.

Objective/Purpose :

- Enables the sales effort by driving the team to create solutions that address customer requirements.

- Responsible for competency development of the team.

- Accountable for revenue and order book growth for the vertical.

Strategy Development and Deployment :

- Drives sales strategy planning for the vertical

- Creates a 3 - 5 year plan for the vertical

- Enables the sales strategy by aligning the presales structure and goals of the team with the strategy

- Provides a presales perspective during the account planning sessions for the vertical

Deal Architecting :

- Structures large / medium complexity deals from the financial, delivery, solution etc perspectives

- Advices and at times decides on the pricing model for the deal eg- ticket pricing, gain share etc

- Considers different variables eg: impact of rebadging people across multiple geographies etc while taking critical decisions

- Decides on alliance / partnerships required to execute the deal at a global level

- Advices on creating a winning proposition by considering different aspects required to execute the deal

Solution Definition / Integration / Generation :

- Provides insights during the solution generation process to ensure alignment with the customer requirements

- Provides an industry perspective to ensure that solution is technologically competitive

- Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team)

- Showcases recommended solution as a strategic fit with the customer's business / requirements

- Works with internal team to create domain specific offerings

- Negotiates with the customer with a view to accommodate customer interests while balancing company's interests

Commercial Architecting / Estimation :

- Determines the pricing model to go with after evaluating all options

- Works in collaboration with the BFMs/ Service Line(s) to determine the deal margins

- Develops understanding of the competitor pricing strategy and applies the same during selection of pricing model and commercial estimation